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Selling Video On Demand

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Selling Video On Demand

OVERVIEW
This course is intended to provide a complete set of skills needed to effectively
sell video on demand (VOD) against market competitors, and teaches the
features and benefits of VOD, along with the unique selling points that make
this service stand out among competitors. It contains many useful strategies and
                                                                                      RELATED COURSES
interactions that will help learners gain a better understanding of VOD and how
                                                                                      Students completing this
to sell it successfully.
                                                                                      course should then enroll in:
Delivery options:
    This is an online course. For computer requirements, please visit                 • Fundamental Selling Skills
www.jonesncti.com/coursepolicy.
                                                                                      • Selling Against DBS Providers
Completion time:
Varies based on a student’s self-study pace; however, the maximum time allowed        • Selling Against DSL Providers
is 4 months from enrollment. This course is not eligible for extensions.
                                                                                      • Selling Digital Cable

BENEFITS                                                                              • Selling High-Speed Internet
Upon completion, students will:
• Be prepared to describe the features, advantages, and benefits of VOD               • Selling VoIP and Digital Voice
• Know how to use various selling points to discuss VOD                                 Services
• Receive an industry recognized Jones/NCTI certificate of graduation
                                                                                      • Selling High-Definition
Ideal for:                                                                              Television
Call center personnel, including:
• Newly hired employees                                                               • Selling Personal Video
• Employees with sales responsibilities                                                 Recorders


COURSE OBJECTIVES
Upon completing this course, sales professionals will be able to:                     TRAINING FEATURES
 1. Describe the advantages of VOD technology.
 2. Identify the competitive advantages of the VOD product.                           • Knowledge-based, broadband
 3. Apply the three main components of a high-impact opening to sell                    and job-specific content
    VOD service.
 4. List several high-impact openings to use to introduce VOD service.                • Highly illustrated and easy-to-
 5. List several effective unique selling points to use to discuss the                  read course materials
    VOD service.
 6. Effectively use open and closed probes when selling VOD service.                  • Curriculum advisors available
 7. Match the features of VOD service to corresponding advantages
    and benefits.                                                                     • 24/7 lesson feedback and
 8. List several high-impact openings to use to introduce the VOD service.              progress monitoring at
 9. Create and apply brief product descriptions of VOD.                                 www.jonesncti.com
10. Match the unique selling points of VOD with a customer’s needs.
11. Effectively position and sell cable VOD against market competitors.               • Online testing
12. Apply strategies to effectively manage and overcome common customer
    objections to the VOD service and close the sale.
13. Create transition statements leading the customer from VOD service to
    other cable services.




                                                                          Workforce Performance Solutions
COURSE OUTLINE
1. Product Overview                                      6. Unique Selling Points
   Describe the VOD service and its features.               Match the unique selling points of VOD with a
   Describe the types of programming available              customer’s needs.
   with VOD service.
                                                         7. Selling Against the Competition
2. High-Impact Openings                                     Effectively position and sell cable VOD against
   Apply the three main components of a                     market competitors.
   high-impact opening to sell VOD service.
                                                        8. Closing and Overcoming Objections
3. Interviewing                                            Apply strategies to effectively manage and overcome
   Effectively use open and closed probes to develop       common customer objections to the VOD service
   customer needs when selling VOD service.                and close the sale.

4. Creating Brief Product Descriptions                  9. Up-selling and Cross-selling
   Create and apply brief product descriptions             Create transition statements leading the customer
   specific to VOD.                                        from VOD service to other cable services.

5. Features, Advantages, and Benefits
   Match the features of VOD service to corresponding
   advantages and benefits.




                                                                                   9697 East Mineral Avenue
                                                                                     Centennial, CO 80112
                                                                               303.797.9393 www.jonesncti.com

				
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posted:5/10/2010
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